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Jobs or company...

Regional Sales Manager FS - West

Salary undisclosed

Apply on

Linkedn
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Simplified
Job Description

Drive business growth within scope and targeted profitability
  • Grow sales (volume & value mix) within scope.
  • Drive Kraft Heinz strategic commercial plans including but not limited to new customer/channel entry, geo-expansion, new product launches, distributor management, customer loyalty contract, etc.
  • Optimize portfolio strategy (SKU/channel/area mix) to attain maximum value creation.
  • Take full accountability of P&L (revenues and costs) within scope.
  • Anticipate and respond to market changes and competitor’s moves in full alignment with Kraft Heinz central sales teams. Drive local/tactical initiatives and propose new projects with prepared business plans.
  • Champion local best practices to drive national sales strategy. Capitalize on local leadership to power team motivation/pride.
  • Implement standard of distributor sales process in order to maximize distributor efficiency.


Ensure best-in-class execution on food service customer
  • Contribute to structure and implement customer segmentation to gain maximum execution.
  • Ensure full scope implementation of sales & distribution routines KPI/goal settings, morning briefing, daily/weekly/monthly reviews and all required reporting activities. Lead daily operational engagement with distributors.


Pilot, adapt and roll-out Route-To-Market initiatives

  • In collaboration with central sales team, co-build targeted RTM models under best-in-class methodology outlet census, segmentation, territory planning, coverage models, sales force KPI & incentive scheme, cost-to-serve, sales automation/IS and execution control.
  • Lead implementation/roll-out of selected RTM model(s) at distributors. Collaborate with central teams to implement standard workflows, organization/people (Kraft Heinz & distributor), toolkits, training/socialization, measurement and review process.
  • Ensure sustainable execution and lead continuous improvements.


Contribute to build and implement Kraft Heinz distributor management strategy
  • At all stage necessary, engage in/take leadership of distributor set-up, standardized practices, control & monitoring, performance evaluation, strategic business reviews, system and organization capability development, including termination of non-performing entities.
  • Lead periodical Top-to-Top business reviews with distributors to align short/mid-term performance and key initiatives plus long term investment/capability development strategy.


Forecasting & Supply Chain process synchronization
  • Be strategic contributor to monthly S&OP (Sales & Operation Planning) process. Take full accountability of forecasts by SKU, food service sub-channel, distributor, area.
  • Ensure optimum flows to minimize product returns/defects and expired. Implement FIFO/FEFO models at distributors. In collaboration with central SC team, synchronize distributors’ SC processes with Kraft Heinz’s.


Inspire, develop, manage and lead team
  • Recruit, retain and grow top talents. Recruit only from the best talent pools, identify required capabilities in team and propose/implement initiatives to address competency gaps. Coach/mentor team members to propel individual growth.
  • Inspire people for performance and ensure implementation of highest standards/ meritocracy culture. Ensure that top-performers are recognized and poor performance is addressed. Engage distributors’ team to carry same values.
  • Ensure maximum implementation of incentive schemes linked to performance, both at Kraft Heinz and distributors.
  • Engage in meaningful career conversations with key talents in-sync with Kraft Heinz Sales Career Development Map.


Financials, Data Management & Reporting
  • Ensure compliance of distributor payment and bank guarantee. Alert central/finance team for distributors’ liquidity risks.
  • Conduct team reviews based on single reference of data in-sync with central teams.
  • Provide all required data/information/insights on market & competitive sets.
  • Make sure that all distributors are updating our system in a daily basis with no delay


Location(s)

Menara Mandiri

Kraft Heinz is an Equal Opportunity Employer – Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes.
About Kraft Heinz
Size More than 250
Industry Food Distributors
Location Muscatine County, United States
Founded 2 June 2015
View Company
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